Account Development Representative - NA Federal

About the role

As an Enterprise Account Development Representative at Corelight, you play a critical role in our revenue engine in the DOW/DOD and Intel Community. Moving beyond traditional lead qualification, you will specialize in Enterprise Account Prospecting, conducting deep-dive research and persona mapping to penetrate the world's most elite defenders.

Responsibilities

• Execute Strategic Account Prospecting: Conduct rigorous research into Fortune 500 and Global 2000 accounts to identify business drivers, technical environments, and untapped opportunities within our Ideal Customer Profile (ICP).
• Master Persona Mapping & Nurturing: Navigate complex organizational hierarchies to identify and map key stakeholders—from SOC Analysts to CISOs. Build and nurture long-term relationships through consistent, value-led touchpoints.
• Consultative Engagement: Engage decision-makers through a value-led approach to facilitate high-level conversations about network detection and response (NDR) and data-driven security.
• Drive Multi-Channel Engagement: Proactively engage executive prospects via hyper-personalized email, strategic social selling, and targeted outbound calls, delivering Corelight's value proposition with precision and authority.
• Accelerate Pipeline Growth: Qualify inbound MQLs and convert them into strategic meetings. Use the Pain-Power-Fit-Timeline methodology to prioritize high-intent opportunities and ensure a seamless handoff to your Account Executive partners.
• Maintain Sales Excellence: Demonstrate meticulous attention to detail by maintaining accurate, real-time records within our tech stack, including Salesforce, Outreach, and LinkedIn Sales Navigator.

Qualifications

• Hungry: Motivated by goals, growth, and grit. Create leads rather than waiting for them.
• Consultative: Able to engage in credible, high-level business conversations with technical leaders and executives.
• Analytical & Creative: Passionate about the "detective work" involved in account research and persona mapping and bring engaging new ways to meet prospects where they are at in the buying process.
• Resilient: Thriving in a fast-paced, goal-oriented environment where persistence and creativity are rewarded.
• Coachable: Committed to continuous improvement and mastering the nuances of cybersecurity sales.
• Competitive: Love to win—whether it's hitting quota, leading the leaderboard, or challenging yourself daily.

Preferred Qualifications

• 1–3 years of SDR or Inside Sales experience in IT Infrastructure solutions or cybersecurity companies (but we'll train the right rookie if they have basic sales methodology training).
• Strong written and verbal communication skills.
• High emotional intelligence and professional persistence.
• Experience with Sales Productivity Tools (SalesForce, Sales Navigator, Outreach, etc.).
• Four-year degree from an accredited university, or equivalent relevant experience.

Benefits

• Notice of Pay Transparency: The compensation for this position may vary depending on factors such as your location, skills and experience. Depending on the nature and seniority of the role, a percentage of compensation may come in the form of a commission-based or discretionary bonus.
• Equity and additional benefits will also be awarded.
• Compensation Range: $60,000—$100,000 USD

Pay

Depending on the nature and seniority of the role, a percentage of compensation may come in the form of a commission-based or discretionary bonus.

Schedule

Corelight offers a flexible schedule to accommodate the needs of our employees.

Skills

• Strong written and verbal communication skills.
• High emotional intelligence and professional persistence.
• Experience with Sales Productivity Tools (SalesForce, Sales Navigator, Outreach, etc.).
• Four-year degree from an accredited university, or equivalent relevant experience.

Benefits

• Flexible schedule.
• Equity and additional benefits.

Why Join Us?

Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight, Corelight is one of the fastest growing network detection and response platforms in the industry. Our passionate team thrives in a collaborative, inclusive, and geographically distributed culture. We embrace diverse perspectives, neurodiversity, curiosity and low ego results - fostering an environment where every innovator can solve the toughest challenges in cybersecurity and contribute their best work.